Skip to content

I3 – Issues, Implications, Interventions…Your Best Strategy to Escape The Commodity Trap

June 19, 2018

Barney is a 30-year-old producer.  He is intelligent and highly motivated.  He is technically proficient having obtained his CIC and ARM designations.  As a former college athlete, Barney has strong competitive instincts and a passion to win. I cubed Banner image

I had the pleasure of meeting Barney at a workshop in Atlanta two years ago.  I was extremely impressed with his professionalism, inquisitive nature and passion for excellence.  He made a positive first impression.

Upon returning to my office in Philadelphia after the workshop, I was pleasantly surprised to receive a phone call from Barney.  Barney confided in me that he was extremely frustrated with the insurance business and considering leaving the industry.  He was tired with competing in the “commodity trap” – the 90-day insurance bidding process.  He stated, “For the first time in my life, I have begun to lose confidence in myself.  I am not used to playing a game where I have so little impact on the outcome.  I do not like to lose.”  Read more…

The Critical Energy Between Leaders and Managers

November 18, 2016

B2CMost insurance and risk management professionals are not yet aware of the critical energy that is formed between leaders and managers.

Great organizations have a wonderful balance between Leaders and Managers.  Leaders are the visionaries who look ahead and plan what is to come.  Managers look to the present and make sure that things get done properly. Read more…

Are You a Manager or a Leader?

November 8, 2016

beyond insuranceWhen you learn whether you have the characteristics of a Manager or a Leader, you will gain the insight and self-confidence that come from knowing more about yourself. 

Managing: is about stewardship, control, planning, organizing, resource allocation and problem solving.  It is the act of coordinating people and resources to efficiently produce goods, strategies or services. Read more…

The Formula for Cross Selling Success

November 1, 2016

High performing, growth-oriented agencies benefit from a disciplined and strategic cross selling plan.

The Formula for Cross Selling Success.

If you are serious about a results-oriented cross sell system, there are 10 strategies that will guarantee success: Read more…

Cross Sell 365…Why, When and How?

October 28, 2016

SalesCross selling is an essential strategy to build brand loyalty, increase revenues and drive profits.

Cross selling involves products and services that compliment the original purchase.  It is the life blood of your business.

Cross selling increases the customer’s reliance on you and decreases the likelihood of switching to a competitor.  It is a critical performance indicator of an agency.  High performance “best practice” agencies know why, when and how to cross sell. Read more…

Are You Competing in the Commodity Trap?

October 4, 2016

“Cartoon Businessman Trying To Break Prison” by iosphereBarney is a 30-year-old producer.  He is intelligent and highly motivated. He is technically proficient having obtained his CIC and ARM designations. That being said, Barney is caught in the “commodity trap.” Can you relate to Barney?

Like many insurance and risk management professionals, Barney is extremely frustrated with the insurance business and is considering leaving the industry.  He is tired with competing in the “commodity trap” – the 90-day insurance bidding process. Read more…

The 5 Abilities of Effective Leaders

September 27, 2016

beyond insuranceWhether you are a Leader or a Manager, you must embrace and appreciate the 5 abilities of effective leaders.

The 5 Abilities of Effective Leaders: Read more…